Marketing communication is an integral part of the famous 4-P. It plays an important role in the company, as it helps to increase company’s visibility and strengthen its brand. Marketing communication is achieving its objectives in communicating with customers and consumers using its marketing...

Companies operating in a global economy that is constantly changing and developming, especially during the financial crisis and political instability. It is necessary to adapt and develop sales methods in such environment. For large companies who base their activity on sales it has become a...

This study introduces the concept of perceived salesperson transparency to the sales literature. It addresses how recent technological developments impact traditional agency theory concerns, while simultaneously creating a conceptual definition of perceived transparency for application on an...

Research into ethics in personal selling and sales management has increased substantially over the preceding decade by investigating complex dimensions of ethical decision-making in greater depth and with more analytical sophistication. This review of the recent conceptual and empirical...

From the comparison of the various aspects of advertising and personal selling, it can be seen that personal selling is a more effective and powerful communication tool than advertising, but advertising is more time and cost efficient than personal selling. Thus advertising and personal selling...

We examine an unusual form of path dependence, in which suppliers that take different decision paths end up in the same position: excessive vertical integration of the personal selling function. We argue that this is the case even though outsourcing is more seriously considered than ever, and...

Many retailers and service providers sell their house brands side by side with competing brands of other suppliers. Although many firms encourage their salespeople to favor in-house products when serving customers, investigators have failed to examine the effect this practice may have on...

Este trabajo se centra en el estudio de la ética en la venta, más concretamente en la importancia que los consumidores conceden a la corrección ética del comportamiento de los vendedores con los que entran en contacto en una relación de compraventa. Lo que se pretende conocer es si la...

The paper provides a formal rationale for the common practice of using sales assistance. The argument is made in a model where a consumer's situation determines his needs. The products are differentiated and the map identifying the best match between a consumer's situation and a product is known...